Strategic Alliances Specialist (Atlassian)

We are looking for a Channel Partnership Manager to strengthen, expand, and operationalize our strategic alliances within the Systems Integration and Consulting ecosystem. This role will focus on managing and growing established partnerships with Atlassian and other leading technology vendors, driving joint go-to-market initiatives, and contributing to pipeline growth through a structured partner-led strategy.The ideal candidate brings hands-on experience working in a consulting or SI environment, understands partner influence models, and can effectively collaborate across sales, delivery, and marketing teams.Key ResponsibilitiesManage and grow existing strategic partnerships with Atlassian and other major technology vendorsAct as the primary point of contact for partner relationships, governance, and ongoing engagementDrive joint GTM initiatives including co-selling motions, partner-led deals, co-marketing campaigns, and bundled solutionsSupport partner-sourced and partner-influenced pipeline development in collaboration with Sales teamsEnable internal teams on partner offerings, certifications, and value propositionsCoordinate partner programs, deal registrations, and compliance with vendor requirementsTrack and report key metrics including partner pipeline, revenue contribution, and win ratesIdentify opportunities to expand partner footprint across accounts, industries, and service linesWork closely with Marketing on partner-specific campaigns, events, and thought leadership initiativesStay current on partner roadmaps, product updates, and ecosystem trendsExperience & Qualifications7–12 years of experience in channel partnerships, alliances, or partner management rolesPrior experience working with a Systems Integrator, IT consulting firm, or technology services organizationHands-on experience managing partnerships with Atlassian; exposure to other major vendors is a strong plusStrong understanding of partner programs, certifications, and SI partner ecosystemsProven ability to support revenue growth through partner-led and partner-influenced dealsExcellent stakeholder management, communication, and negotiation skillsComfortable working in cross-functional, matrixed organizationsWhat Success Looks LikeIncreased pipeline and deal flow through Atlassian and other strategic partnersStrong partner engagement scores and improved joint planning cadenceConsistent visibility into partner performance, GTM activities, and revenue impactExpansion of partner-driven opportunities across key accounts and verticals

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